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B2B buyers like to do business with people they know and trust. Did you know that 92% of business people delete email from people they don’t know? 77% of B2B buyers won’t call you back till they check you out online.

If the cold call is dead than how do sales people prospect and build new business?

The answer is your network. Caring about your contacts and staying in close contact is essential. Showing your contacts how much you care is just as important as demonstrating how much you know.

The magic of appreciation and recognition.

Early this year one of our salespeople had health issues and wasn’t able to go out and see his clients. He was worried about being absent from their offices so he had an inexpensive pen engraved with each clients name and mailed it along with a hand written personal note.

The results have been an eye opener. His existing clients kept ordering as usual but the real surprise is they started sending in business we had never seen before. They actually were buying more from him because they knew they were appreciated. Not only that but he has even closed several new accounts that he had called on but had never ordered before.

Recognizing and appreciating customers is a great way to stand out. So many businesses are concentrating on efficiency and cost cutting that they forget to do so. It’s important not to make this mistake.

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